Health Care Costs, Policy and Providers at GMMS January 22

Sponsored by Brockton Hospital & Blue Cross Blue Shield of Massachusetts

Best Practices for Containing Costs

The Chamber will hold an extended Good Morning Metro South with a focus on healthcare on Thursday, January 22, 2004, from 7:30 a.m. to 10:00 a.m., at the Holiday Inn/Metro South, 195 Westgate Drive, Brockton.

Companies across America face an overwhelming challenge: to control health care costs that are in their third year of double-digit increases. Sue Lawson Cann and Peggy Sheedy from Aon Consulting in Boston will speak about the rising cost of health insurance. They will provide advice on successful cost containment of future health care expenditures. Small, medium, and large employers will benefit from all their knowledgeable recommendations.

Better Health Care Public Policy

Dr. Marylou Buyse president and CEO of Massachusetts Association of Health Plans will serve on a panel discussing public policy issues related to heath care.

This edition of Good Morning Metro South is being sponsored by Brockton Hospital. Brockton Hospital is a private, not-for-profit community teaching hospital that serves nearly 400,00 residents in 20 communities in southeastern MA.

Panel of Health Insurance Providers

Representatives of Blue Cross Blue Shield, Harvard Pilgrim HealthCare, Neighborhood Health Plan and Tufts will provide the latest information on products and services available to small business owners.

To register for the Good Morning Metro South breakfast, call the Chamber office at 508-586-0500, ext. 221. The cost is $15. for members and $22. for non-members.

Thank You Renewing Members

AGM Industries, Inc.
American Express Tax & Business Services Inc.
Ames Realty Trust
Baynes Electric Supply Co., Inc.
Bay State Gas Company
Wm. C. Bearce Insurance Agency, Inc.
Brockton Area Transit Authority
Brockton Community Access (BCA)
Brockton Credit Union
Brockton Fair
Brockton Traffic Commission
Michael Cedrone Monuments
The Center for Automobiles
Central Stores, Inc. TV & Appliances
Norman Cherella
Christo's Inc.
Clearpoint Communications, Inc.
Melvyn D. Cohen, Attorney at Law
Colors
Computer-Ed Institute
Conway Insurance Agency, Inc.
Cushman Insurance
Gerald S. Derochea, CPA
Doggie Boutique
Easton Spring Corporation
Fuller Museum of Art
Giannaros, Inc.
Gold Line Transportation
Hallet Cleaning Service
Hanson Printing
Hartman House Antiques
Hayward Boynton & Williams, Inc.
J.K. Holmgren & Associates, Inc.
Home Health Resources, Inc.
HWO Investment Advisory
Ideal Jewelry & Loan
Independence Insurance Agency
Jon L. Jenmarc, Inc.
Roger Keith & Sons
Douglas A. King Builders, Inc.
Le Baron Foundary, Inc.
Lightship Engineering, LLC
Law Offices of Brian F. Mahoney & Associates
Margaritelli USA, Inc.
W. B. Mason Company, Inc.
Massachusetts Electric Company
Massasoit Community College
Wayne R. Matthews, Attorney
Isam Mitchell & Company, Inc.
Old Colony Hospice
Pheonix Cleaning Services, Inc.
PopTops Company, Inc.
Qlogic Corp.
Law Office of John Riordon
Romm & Company, Inc.
Shaw's Supermarkets, Inc.
Signs by Tomorrow
Signs O'Life, Inc.
Sims & Sims, LLP
St. Joseph Manor Health Care, Inc.
Stonehill College
Stoughton Motel
Training Resources of America, Inc.
Trans Courier Systems
UNITI Credit Union
West Bridgewater Baptist Church
Willwork Inc. Exhibit Services
The Woodlands at Abington Station

Our Chamber continues to grow stronger through referrals from our members. Please refer a member today. Call Frank Gillooly at 508-586-0500 ext. 229 or e-mail info@metrosouthchamber.com.

Good News

Members are invited to send information for the Good News column to the Chamber office.

Ms. Darlene Costa of Lakeville has been appointed Associate Vice President for Fiscal Affairs/Controller at Bridgewater State College. She began her position in September. Ms. Costa will be responsible for overseeing a number of areas including fiscal affairs, purchasing, student accounts and accounts payable. She comes to Bridgewater from Massasoit Community College where she was the Controller. Ms. Costa received a Bachelor's degree in management science with a concentration in accounting from Bridgewater State College, a Master's degree in business administration from Salve Regina University and is currently enrolled in the University's doctoral program.

The Fuller Museum of Art is searching for volunteers to serve as visitor service workers and as docents. Visitor service volunteers greet patrons as they enter the museum, orienting them to the building, its exhibitions, and taking admissions money. Visitor service volunteers are needed throughout the week during normal operating hours, 9:00 a.m. to 5:00 p.m. In addition, The Fuller Museum of Art will host the Native American Symposium on January 31, 2004. The Symposium will bring together Native American leaders, activists and artists to present Native American views on contemporary art issues through workshops and lectures. The Native American Symposium is presented in conjunction with the Fuller Museum of Art exhibition, Changing Hands: Art Without Reservation, 1. For more information, contact (508-588-6000 ext. 113 or visit www.fullermuseum.org.

Daniel P. DeVasto, President and Chief Executive Officer of Wolf & Company, P.C., Certified Public Accountants and Business Consultants, is pleased to announce that Martin M. Caine, CPA, has been admitted as Principal at Wolf & Company, P.C. effective December 1, 2003. Mr. Caine is a Certified Public Accountant with over seventeen years experience in providing audit and business advisory services to commercial entities in numerous industries including manufacturing specialty chemical, medical device and technology. Mr. Caine has a Bachelor of Science degree in Business Administration with a concentration in Accounting from Western New England College. Wolf & Company, P.C. is a regional certified public accounting and business consulting firm with offices in Boston and Springfield.

In honor of The Health and Fitness Studio's one year anniversary, on January 17, owner and experienced Exercise Physiologist, Cheryl Washwell will offer a complimentary blood pressure check and fitness assessment. For an appointment call 508-230-3400. Refreshments will be offered from 8:00 a.m. to 1:00 p.m. The Health and Fitness Studio is like no other. They cater to every aspect of one's health and customize both nutrition and fitness programs to accommodate both mind and body.

HUB Technical Services, a multi Vendor IT Service Solutions Provider, announced it has been selected as an approved vendor to the Commonwealth of Massachusetts. According to Robert Germain, Member/Manager of HUB Technical, "As an approved vendor to the Commonwealth, HUB Technical has met and exceeded a strict set of criteria, including technological capabilities, engineering excellence and certifications on a wide range of hardware, software and networking systems. This makes HUB Technical qualified to handle a variety of technology assignments to meet the states IT needs."

CareerWorks, Brockton and Metro South's One Stop Career Center, is pleased to announce that Jim Long has joined the center as Manager of Administration and Finance. CareerWorks is operated by the University of Massachusetts Donahue Institute at the UMass Center at Brockton at 34 School Street and is chartered by the Brockton Area Workforce Investment Board. Mr. Long has spent the past sixteen years as a controller in private industry in Brockton and the Brockton area. Over the past six years he has been an active participant in the Metro South Chamber as a member of the Ambassador Team, Legislative Affairs Committee and Small Business/Entrepreneur of the Year selection committee. Dr. Brian Donnelly, Director of the UMass Center at Brockton, stated that "having Jim join our management team serves to strengthen our position as a resource to employers and job seekers in the Metro South region.

The new Staples in Brockton will hold a Small Business Event on Thursday, January 8 from 11:00 a.m. to 5:00 p.m. at 609 Belmont Street. This event will provide an opportunity to meet representatives from companies like HP, Fleet, Sanford, Intel, etc, learn about new products and get tips on how to run your business and enjoy free prizes, refreshments and lots of opportunities to network with knowledgeable people. If you would like to showcase your product or service as this event reserve your free space by calling Dave Alberici at 609-655-8878 ext. 2124 or email david.alberici@ampagency.com

Eagle Photography will hold photography classes on Saturday, January 24, 2004 and Saturday, February 14, 2004. Classes will be about 7-8 hours long and will include lunch and refreshments. Enrollment will be limited to 15 people per session to allow individual attention to specific questions and concerns about getting the most out of your photographic interests. Topics that will be covered include things like film and digital cameras, getting better photos with the equipment you already own, what accessories should you own and why, getting the red-eye out, types of film and many other topics. The cost for the session is $99 per participant. Reservations will start immediately and full payment is required to secure a spot. For more information call Michael Sellstone at Eagle Photography at 508-697-4973.

Now volunteering to help a nonprofit organization is as easy as clicking the mouse on your computer. People can do so by going online at the Old Colony United Way website and choosing from scores of volunteer opportunities across the region. People can volunteer for a variety of positions at such nonprofit organizations as the Boys & Girls Clubs, Catholic Charities, Big Sister Big Brother, RSVP, Coalitions for the Homeless, Womansplace Crisis Center and many others. These opportunities have been cataloged by the Old Colony United Way in an effort to improve visibility of these organizations and their need for assistance from the community. To volunteer, just go to the website at www.oldcolonyunitedway.com and click on the "Volunteer Solutions" button. Old Colony United Way serves 22 communities and provides funds for 38 member agencies. For more information, call the Old Colony United Way at 508-583-6306.

The Capital Campaign for Caritas Good Samaritan Medical Center signifies the medical facility's continued commitment to providing the finest health care available to the people of Brockton and surrounding communities. The $5 million fundraising endeavor will help finance an ambitious $24 million expansion and renovation project at Caritas Good Samaritan Medical Center. The hospital is constructing a new J. Joseph Moakley Imaging and Cancer Center, a new Cardiac Catheterization Lab and renovating and expanding the Emergency Department. The project signifies the first addition to the hospital in 30 years. Caritas Good Samaritan Medical Center is a teaching affiliate of Tufts University School of Medicine and a member of Caritas Christi Health Care, the second largest health care system in New England.

On Saturday, February 7, the MSPCA's Metro South Animal Care & Adoption Center will host a wine tasting event to benefit homeless and abused animals currently at the Shelter. Sponsored by some of the area's finest wine outlets, wines from around the world will be made available for your tasting pleasure. The Wine Guys of Easton, Pops Fine Wine & Liquor of Easton, The Wine Basket of Brockton and 1666 Liquors also of Brockton have all pitched in and promise to make this evening a memorable experience for all of those who attend. The event will be held at the MSPCA's shelter located at 1300 West Elm Street Extension in Brockton from 7:00 p.m. to 10:00 p.m. Tickets can be bought in advance for $15.00 at the shelter or at one of the sponsors locations. Tickets at the door will be $20.00. You must be at least 21 years of age. To learn more about the Metro-South Animal Care & Adoption Center and services visit www.mspca.org or call 508-586-2053.

Jack Conway of Jack Conway & Company, Inc. was the featured speaker at a Business Forum sponsored by the Plymouth County Development Council. He told the story of his company, which grew from a one-man shop in Hingham Square to a 41-office network that posted $1.75 billion in sales last year. Among his proudest accomplishments is maintaining independence despite an industry trend toward consolidation. He noted that his company is 100 percent owned by him and is 100 percent debt-free. The PCDC Business Forum allows executives of locally based companies to share their successes and discuss new ides for improving their businesses. The Plymouth County Convention and Visitors Bureau/Plymouth County Development Council provides resources to attract visitors and businesses to the county and improve its quality of life.

Career Day Offers Glimpse Into Health Profession

Story Submitted by Anna Nalevanko The Brockton Area Workforce Investment Board

Students from across the southeast region gathered at the Bayside Exposition Center in Boston on December 10th for the 1st Health Care Career Day. This event was sponsored by the Massachusetts Department of Education and BostonWorks along with the Massachusetts Hospital Association and numerous area hospitals. The purpose of the event was to introduce students to the varied career paths within a medical setting.

The Brockton Area Workforce Investment Board and our School to Career Partners collaborated to manage logistics for the event and enroll students with an interest in a health care career. Our region's participation was impressive with 59 students participating from Brockton High School, East Bridgewater High School, Southeastern Technical High School, Stoughton High School, South Shore Vocational Technical High School, West Bridgewater High School, and the Whitman-Hanson Regional School District.

The day was organized around a case study with actual medical professionals taking on roles as doctors, nurses, lab technicians, etc. Students moved from room to room in small groups following an accident case. The day started with an enactment of an accident and a description of injuries incurred by two accident victims. From this accident scene the students then followed the path that the cases took through the various hospital departments beginning in the emergency room. The "actors" did a great job at setting up a realistic scene that included actual equipment. After playing out the scene, the actors reviewed procedures followed and addressed questions from students. In some departments, students even participated. For example, student volunteers were engaged in roles in the operating room. Additional hospital departments included: labs radiology, bedside nursing, psychology, physical therapy, and the neonatal unit.

Based on conversations with student attendees and their comments on evaluation sheets, Health Care Career Day was a definite success. Students enjoyed the case study approach that kept their interest along with providing them information on health care careers and internship opportunities. The medical facilities benefited by gaining some potential new recruits. With a serious shortage of qualified applicants in the heath care industry, this event was very timely in educating high school students about career opportunities in the industry.

If you would like to learn more about the School to Career (STC) Partnership or participate in STC activities please contact: Meghan Abella-Bowen, Youth Services Coordinator at the Brockton Area Workforce Investment Board at 508-584-3234.

Champion Your Chamber!
Member Drive April 13,14,15

Show your support of the community while strengthening the voice of business.

The Metro South Chamber of Commerce will conduct a three day Membership Drive to help enroll local businesses while introducing them to the benefits of Chamber membership.

On April 13,14,15, community and business leaders, currently benefiting from working through the Chamber, will be contacting businesses with an invitation to join. This year's drive will feature many incentives for small businesses to join the Chamber.

If you would like to learn more about participating in the chamber membership's recruitment Chamber please contact Kerrie Blake at 508-586-0500 ext.222 or e-mail kerrie@metrosouthchamber.com.

Mayor Yunits at February GMMS

Mayor John T. Yunits, Jr. will be a guest speaker at the Chamber's February Good Morning Metro South. The Mayor will discuss the economic future of the City of Brockton and Metro South region. In addition, the Mayor will discuss the City's recent accomplishments and current developments.

The February Good Morning Metro South will be held on Thursday, February 12, 2004, from 7:30 to 9:00 a.m., at the Holiday Inn - Metro South.

For more information or to sign up for the February Good Morning Metro South program, call Lisa Keene at 508-586-0500 ext. 231.

Welcome New Investors

Seven new investors have recently joined the Chamber's winning team. They are joining you, the business professional, who has invested in your company and the Metro South economy through Chamber membership.

Doggie Boutique
45 Oak Street Extension
Brockton, MA 02301
Tel: 508-587-7827
Ms. Deb Greenstein

Fore-Site Technologies
21 Jewell Lane
Wilbraham, MA 01095
Tel: 413-596-9036
Fax: 508-588-5665
Mr. Greg Coutu
Computer Technologies

M.L O'Brien Communications
25 Randall Farm Drive
North Easton, MA 02356
Tel: 508-238-9951
Fax: 508-256-5906
Mr. Michael O'Brien
Business Support Services

Recordkeeper Records Management Systems
Tel: 508-588-1919
Fax: 508-588-9886
Mr. Chris Sheehan
Business Support Services

Robert P. Savilonis
405 South Street
Bridgewater, MA 02324
Tel: 508-697-0407
Ms. Nancy A. Savilonis
Contractors Specialty

Signs O'Life, Inc.
45 Bodwell Street
Avon, MA 02322
Tel: 800-750-1475
Fax: 617-482-1490
Mr. Alvin M. Barber

Metro South MRI
110 Liberty Street
Brockton, MA 02301
Tel: 508-588-1643
Fax: 781-826-0153
Mr. Lee Rea
Medical

To join the Chamber, call Frank Gillooly at 508-586-0500 ext. 229 or join online.

Government Affairs

Next Committee Meeting: Friday, January 17 at 7:45 a.m. Metro South Chamber Conference Room 1

The next Government Affairs Committee meeting will be on Friday, January 16, 2004 at 7:45 a.m. at the Chamber's headquarters. John Regan, Vice President of Legislative Policy at Associated Industries of Massachusetts is the scheduled speaker at the next government affairs meeting. Mr. Reagan will provide an update on AIM's legislative priorities o Beacon Hill including unemployment insurance, health insurance, workers compensation, and commercial property tax.

The Government Affairs meetings are held monthly and provide an opportunity for member businesses to discuss issues important to them with their elected officials. Join other Chamber members for this opportunity to interact with legislators and hear first hand what is in store for the business community on Beacon Hill.

If you would like to attend or if you would like further information on the Chamber's Government Affairs Committee, please call Roy Nascimento at the Chamber at 508-586-0500 ext. 225.

New Brockton Brochure Release Set for January

The Metro South Chamber of Commerce, in cooperation with the City of Brockton, is pleased to announce the release of a new brochure for the city of Brockton.

The city's rich history and modern allure are depicted throughout the publication. In addition, Brockton's restaurants, hotels, entertainment and conference centers are featured prominately. The brochure is the result of a public/private partnership between the Metro South Chamber of Commerce, the city of Brockton and the Plymouth County Convention and Visitors Bureau. The brochure will be used to promote the city as a great place to visit and stay while vacationing or conducting business in the entire Metro South region south of Boston.

Chamber Champions Opposition to Business Tax

Fights State Increase; Wins Local Tax Freeze

Legislation supported by municipal leaders that would increase the tax classification rate from 175% to 200%, and further shift the property tax burden to business taxpayers, gained momentum in the final days of the legislative session.

Opposition to the bill from chambers of commerce and statewide business groups led to a short delay in implementation. As a compromise, a five-member commission was established to examine the issue rather than adopt the measure immediately. The commission has a reporting deadline of January 12, 2004.

The Commission is charged with drafting the final legislation by the deadline. Specifically they must draft legislation that will allow cities and towns to temporarily increase the added tax burden on businesses from 175% up to 200%, and then return the rate to 175% over the subsequent four fiscal years. They are also charged with determining the impact of increasing commercial values in relation to maintaining the minimum residential share to its FY 03 level, the overall impact on small businesses, and the consequences of taxing agricultural land at the residential tax rate.

A coalition of chambers of commerce, led by the Metro South Chamber, recently organized for the purpose of opposing the legislation. Chamber President Christopher Cooney along with the Worcester, New Bedford, Fall River and Peabody Chambers testified before the Commission at the State House on December 30. The Coalition comprised of 28 Chambers includes over 29,000 businesses statewide. "The commission was made aware of our collective opposition to this destructive tax shift," said Christopher Cooney "with UI rates increasing 60%, health insurance premiums escalating at double digit rates for the third year in a row and now a move to tax businesses at 200% the base line rate, small businesses in Massachusetts are having the life squeezed out of them. The state should be encouraging these small businesses to create jobs. Instead, they are preventing job creation by shifting the tax load onto the backs of local businesses," said Cooney.

Businesses are encouraged to contact their legislators to urge them to oppose the tax shift. Locally, the Brockton City Council voted to freeze the rate at 1.70 at the urging of the Chamber of Commerce. For more information on this important economic development issue contact Roy Nascimento at 508-586-0500 ext. 225.

Metro South Gears Up For "Taste" Celebration

"A Taste of Metro South" will be held on Wednesday, March 10, 2004 from 5:30 to 8:00 p.m. at the Massasoit Conference Center, Route 27 in Brockton.

Sponsored by the Metro South Chamber of Commerce, Massachusetts Electric Company, The Enterprise, and WBET AM 1460, this annual event is a celebration of living and working in the Metro South region. It is a great opportunity to sample tastes from area restaurants, discover cultural and community service organizations, and enjoy live entertainment from local performers.

"A Taste of Metro South is a great opportunity for our region to celebrate all of the wonderful treasures it has to offer," said Paula Peterson, event chair and executive director of The Children's Museum in Easton. Event coordinators expect over 600 guests based upon past attendance. Tickets are $15 in advance and $20 at the door.

Any restaurant, cultural organization or community service organization that would like to participate in A Taste of Metro South should contact Lisa Keene, at 508-586-0500, ext. 231.

January 2004

7	Ambassador Meeting	8:00 am
7	Taste Committee Meeting	3:30 pm
13	Financing Options Workshop	8:30 - 9:30 am
13	Executive Committee	4:00 pm
16	Government Affairs Meeting	7:45 am
19	Martin Luther King Jr. Day Chamber offices closed
19	Taste Committee Meeting	3:30 pm
22	Super Good Morning Metro South Healthcare Forum Sponsor: Old Colony Elderly Services Location: Holiday Inn - Metro South Sponsor: Brockton Hospital	7:30 am
28	Board of Directors	12 noon
28	Small Business Workshop	6 - 7:30 pm

February 2004

4	Ambassador Meeting	8:00 am
5	Human Resource Management Council Holiday Inn-Metro South	8:00 am
10	SOMWBA Certification Workshop	9 - 11 am
11	Taste Committee Meeting	3:30 pm
12	Good Morning Metro South Location: Holiday Inn - Metro South Sponsor: Brockton Area Workforce Investment Board	7:30 am
13	Government Affairs Meeting	7:45 am
16	Presidents Day Chamber offices closed

Note: All meetings are held at the Metro South Chamber office or Metro South Business Assistance Center (BAC) unless otherwise indicated.

~ Board Member Profile ~
Ray Ledoux

Company Name: Brockton Area Transit Authority

Address: 34 School Street, Brockton, MA 02301

Telephone: (508) 588-2240

Website: www.ridebat.com

Year Established: 1974

Number of Employees: 180

Products or Services: Public Mass Transportation

What is unique or special about your firm and the products and services you offer? BAT offers quality Massachusetts transportation service while improving the transportation infrastructure in the region.

What is your market area? Southeastern, MA

What markets do you serve? Mobility for all ages

What is your main business objective concerning your customers and the business community? Our main business objective is to proudly serve and be recognized as an innovative regional transit authority by providing safe, reliable and efficient service to our customers, clients and communities while "achieving maximum effectiveness in complementing other forms of transportation in order to promote the general, economic, and social well-being of the area and of the commonwealth".

Please list awards, honors or special recognition your firm has received? Brockton Area Transit Authority has received the Metro South Economic Impact Award, Community Bank Economic Development Award and MARTA Employees of the Year.

How long have you been at your present job? I have worked at Brockton Area Transit for 10 years.

Please list any hobbies or interests: I enjoy traveling, hiking, camping, tennis and golf. I also enjoy attending our children's sporting events and coaching my daughters softball team.

What is your educational background: I have a Bachelor's Degree in Finance from UMass Amherst.

How long have your been a Chamber Board Member? I have been a board member for seven years.

What is your Chamber involvement? Presently, I am the Vice Chair of Government Relations and am the past Chair of Economic Development.

In addition, Ray Ledoux is a Director of Bridgewater Savings Bank, where he also serves as Vice Chair of the Audit Committee, and as a member of the Trust Committee, Director of the Brockton 21st Century Economic Development Corporation, serves as a member of the Mayor's (John T. Yunits, Jr.) Economic Advisors and Incoming President of the Old Colony Council Boy Scouts of America, and a Director of the Plymouth County Development Council.

The Chamber's Board of Directors meets regularly to address policy and issues of economic and community concern. Each month a member of the Board of Directors will be profiled in this section of the Action Report.

Year 2004 Book for Business Release in January

The Chamber of Commerce will soon be distributing the Year 2004 Metro South Book for Business. The book features area dining, lodging, public golf courses, recreation, legislative leaders, community demographics, regional economic data and a complete membership listing. The book also includes a full-color map of the Metro South region, highlighting hotels, golf courses, industrial parks, town halls and other points of interest. The 2004 book features an updated design and more member participation through advertising. The book features over 100 new Eagle Photography photos of communities from throughout the Metro South region.

"This community and business resource provides 100 pages of useful information about the exceptional business and communities we enjoy here in Metro South, We are proud to highlight everything that is great about Brockton and the region in this publication" said Christopher Cooney, President and CEO of the Chamber.

Copies of the Book for Business will be distributed throughout the region to banks, real estate offices, town offices, all Chamber members, area colleges, and sent to all relocating businesses and families interested in the Metro South area.

Webster Printing and Mailing Company is printing the book. For more information on the Book for Business, please call Kerrie Blake at 508-586-0500 ext. 222.

Chamber Co-Sponsors Downtown Meeting

The Metro South Chamber of Commerce in cooperation with the Mayor's Economic Advisors is sponsoring a meeting to focus on Downtown Brockton. The meeting is scheduled for Thursday, January 8, 2004. It will be held at the Arnone School on Belmont Street in Brockton and will begin at 5:30 p.m.

The agenda will feature several presentations on current development projects in the downtown. This meeting is a great opportunity to learn about the downtown. All interested businesses and residents are welcome. Please contact David Bloodsworth at the Brockton 21st Century Corporation to RSVP 508-586-0021.

Do You Have an HR Question? Human Resource Hotline

Does your Business have Human Resource questions? Do you know where to turn for answers?

The Metro South Chamber of Commerce has developed a hotline for your business to receive professional advice from experts in the HR field.

Simply e-mail your question to the HR hotline at hrhotline@metrosouthchamber.com or log onto to www.metrosouthchamber.com.

For more information contact Lisa Keene, Program Director at 508-586-0500 ext. 231.

Career Center Hosts Department of Employment and Training

Story Submitted by Matt Burke from CareerWorks

On December 3, the UMass Center at Brockton, home of the CareerWorks One-Stop Career Center, hosted a staff meeting for the Massachusetts Division of Employment and Training (DET). Approximately 100 staff members from the DET's Brockton Call Center attended the meeting. In addition to their existing training programs the UMass Center has now made classroom and meeting space available as part of it's ongoing effort to service area businesses and organizations.

Located in Downtown Brockton, across from the Metro South Chamber of Commerce and City Hall, the UMass Center has the facilities to host meetings, conferences and training programs. The UMass Center is equipped with a state-of-the-art computer lab and equipment to support various presentation formats. In addition to the DET, the UMass Center has also hosted meetings for the Department of Mental Retardation, the Metro South Chamber of Commerce and the Brockton Area Workforce Investment Board. For more information on the UMass Center at Brockton please call 508-513-3400.

~ Member Profile ~
Baird Design

Company Name: Baird Design

Address: 120 Main Street, Bridgewater, MA 02324

Telephone: 508-697-2300

Website: www.baird-design.com

Year Established: 1988

Number of Employees: 2

Products or Services: We offer graphic design and advertising services.

What is unique or special about your firm and the products and services you offer? We design, produce and print for a wide variety of business communication needs that range from the simple to the complex. Our specialty is high-quality design that spans a wide range of uses - from logos, brochures and catalogs to packaging and tradeshow and vehicle graphics.

What is your market area? Our market area is the South Shore and the lower Cape.

What markets do you serve? We serve primarily industrial, commercial and retail business-to-business marketing needs.

Please list awards, honors or special recognition your firm has received: The greatest honors we receive are in the form of numerous testimonials and referrals that come from satisfied clients. They have seen their businesses grow as a result of the pieces weve designed, produced and printed for them. And having a part in helping a business grow is very satisfying personally.

What is your main business objective concerning your customers and the business community? We strive to provide the highest quality design and produce it as economically as possible in order to assist our clients in marketing their services and /or products.

A Member Profile will be featured in each issue of the Action Report. Members will be selected randomly from those in attendance at the monthly Good Morning Metro South breakfast. Attending a Good Morning Metro South is great exposure for your business. The next Good Morning Metro South breakfast will be held on Thursday, January 22, 2004, from 7:30 to 9:00 a.m., at the Holiday Inn - Metro South. Bring your business cards and increase your company's chance of being selected as a featured business.

Winter Workshops

MassDevelopment Workshop
"Development Financing Options"

Date: Tuesday, January 13, 2004
Time: 8:30 a.m. to 9:30 a.m.
Location: Metro South Chamber of Commerce
60 School Street, Brockton
Cost: Free

Learn how MassDevelopment can help developers and local development organizations finance commercial and residential projects with the Brownfields Redevelopment Fund, Loans and Guarantees, and Tax-Exempt financing.

If you are planning to attend, please RSVP to Jimmy Lee via phone: 617-330-2012.

SEED Corporation
"Small Business Loan Information Session"

Date: Wednesday, January 28
Time: 5:30 p.m. to 7:30 a.m.
Location: Metro South Chamber of Commerce
60 School Street, Brockton
Cost: Free

This session will address your concerns such as credit, collateral, application and the business plan when applying for a business loan. SEED Corporation is a non-profit organization certified by the U.S. Small Business Administration (SBA) and designated as an Intermediary under the SBA's Microloan Program. This program is designed to provide loans to new and existing business owners in amounts up to $35,000.

G.T. Reilly & Co. Small Business Group
"Quickbooks Accounting Seminar"

Date: Thursday, January 29
Time: 9:00 a.m.
Location: Metro South Chamber of Commerce
60 School Street, Brockton
Cost: Free

This seminar is designed to help QuickBooks customers get the most out of the nation's best selling small business accounting software. This hands-on seminar will provide tips, as well as guidance on accounting concepts. Although QuickBooks is popular for its ease of use, nearly 80 percent of QuickBooks Users regularly consult an accountant for set-up and expert advice. The instructor for the seminar will be Gina Weinstock. The Small Business Group provides many services for small businesses such as bookkeeping, payroll tax preparation, financial statement preparation, income tax returns (corporate and individual), and is headed up by Gina Weinstock.

Making Your Salespeople Winners!

Story Submitted by Greg Nangian, Greg Nanigian & Associates, Inc.

Just about every sales team has it's share of mediocre salespeople. The question is - how does a manager convert them into top performers. So after 16 years of helping Chief Execs and Sales Managers do just that, here's my top five best ways to convert mediocre salespeople to winners!

1.) Create a contest. That's right and here are some categories: Most Improved; Most Guts; Most Coachable; Best Prospector; Best Closer and Most Receptive to New Ideas. Notice many of these have as much to do with getting results as they do with being able to improve performance. So, many of these categories recognize growth and improvement in sales effectiveness and that's what it takes to bring a mediocre sales person to a winner!

2.) Enroll them in a professional Sales Training Program. Non-traditional Re-enforcement Sales Training is the most effective available today. It is comforting yet highly effective with prospects and a very natural approach for the salesperson. Always have your salespeople assessed for growth potential and strengths and weaknesses before you start them in sales training.

3.) Get them on a good goal setting program. Believe it or not, most salespeople are more motivated by their personal goals than company goals! It makes sense, doesn't it? Don't you want salespeople working for you that are motivated by money? Now, let's get then focused on making money, let's get then into a good goal setting program. Ask them to come up with three or four items that they'd like to buy in the next year. Have them spread the total amount over twelve months and add it to their monthly expenses. Now, help them to figure out what sorts of behaviors are going to be necessary in order to achieve those goals. Specifically, how many sales calls, contacts on the phone, dials and sales. All of this must be boiled down to daily activity. In the end they'll actually know what they need to do each day in order to achieve their goals! This will give then renewed focus and motivation! And it will be the most compelling kind of motivation, that which comes from within.

4.) Start coaching them daily to their behavioral goals. Meet with them in person or have a telephone appointment each day, even if it's just ten or fifteen minutes to review their actual behavior against goals. Use this time to review their behavioral goals for the next day as well. If they had a rough day, it's your chance as "Coach" to "put then back together" so they go home with a clear head, wanting to perform tomorrow. Also, daily coaching sessions are your opportunity to "tell it like it is". When someone isn't performing to goal, let then know. Then make suggestions as to how to improve performance and let then know you'll be there tomorrow, same time, same place to coach and help again.

5.) Recognize successes, even the little ones. Be sure to give out those compliments, but keep in mind compliments for performance MUST be earned. We must not compliment negative and thereby reinforce non-productive activities. However, to help build the salesperson's self-esteem and build more of positive activities we need to be sure to compliment it. So if a salesperson's goal for the day was to make 30 dials and they had never done that many before, be sure to commend them for it and even praise them for it during a sales meeting. It doesn't have to be a sale, sales will come if the proper activities are happening combined with the proper techniques and attitude. Our commendations add fuel to keep these necessary activities, techniques and attitudes going and growing to help the average salesperson become the winner.

Following these suggestions on average will bring another forty percent effectiveness from your mediocre salespeople. That's a huge increase in sales with no increase in benefits or having to hire anyone new! Plus it will be great for morale and your people will respect you even more for what you have done. Anyway, working with Winners is always more fun and exciting and the profits are greater!

Greg Nanigian and Associates conducts sales and sales management training in Wellesley, Braintree and Mansfield. Greg Nanigian can be reached at greg@gnatraining.com or call 1-781-848-0993.